www.youtube.com/watch?v=qXQDLImL_hE
...
1- built relationship / 2- up front contract/customer commitment / 3- Pain / 4- Budget ? / 5- Decision Quick Yes/Quick No? / 6- Fulfillment (from 1 t0 10 )
SPIN: Situation Problem Implication Need-payoff
Robert Neivert.
Video on youtube: www.youtube.com/watch?v=14yz_-I3aPg
1- Preliminary
2- Investigation
3- Demonstration
4- Commitment
...
Consumer Centric
Spray-and-Pray >>> Empower customer : focus issue > feature , talk they language, convince them-self.
Sales Process // Pipeline milestone
Strategic Selling: Large deal
Group sale: Buyers Influences